Jeffrey Dunklin
Commercial Biotech Professional
Palos Verdes Estates,CA
Summary
Accomplished, Connected and Forward-thinking Commercial Professional with 20+ years of genetic diagnostics experience within Fortune 500, Mid-Size and Start-Ups Organizations. Proven history of revenue driven success with a track record of increasing responsibility, exceeding sales goals and many productivity awards. Ability to utilize analytics and market conditions to identify opportunities, formulate and execute strategic plans with success, as well as, develop prospect pipelines for consistent growth. Driven by the customer's voice to consistently improve processes for patients and improve efficiencies for the company. Over the years, I've had the opportunity to launch several disruptive tests, services and companies into highly competitive markets and have learned many lessons along the way.
Overview
21
21
years of professional experience
Work History
Vice President, Sales
Lucence Diagnostics
11.2021 - Current
- Recruit, hire and train initial high performing Oncology field based Sales Team
- Developed Performance Driven Variable Comp Program
- 2022 Volume Growth: Q1-Q2=95%; Q2-Q3 (tracking)=268%
- Coach, Support, and Remove Obstacles to help each Sales rep be successful
- Core member of development team for Provider Portal
- Promote Lucence with KOLs and Thought Leaders
- Identified best targeting and performance practices and implement successfully across US
- Work hand-in-hand with Client Services and Marketing Directors to develop absolute best experience for customer and patients
- Spearheaded cross-functional initiatives across departments to achieve business goals
- Maintained calm demeanor and professionally managed issues in busy, high-stress start-up environment
- Collaborated with senior management to develop strategic initiatives, Medicare strategy, payer and other long term goals
Vice President, Commercial
Lucence Diagnostics
12.2020 - 10.2021
- Built and led team composed of Market Access VP, Director of Billing, Customer Service and Business Development
- Tasked with developing go-to-market strategy, building commercial infrastructure, customer service functions and all other needs for commercialization
- Responsible for and delivered Medicare regulatory submission; MolDx decision pending
- Built SalesForce CRM
- Spearheaded cross-functional initiatives across departments to develop commercial organization
- Identified opportunities, resolved issues and recommended actions to meet company objective to date and for scalability
Regional Sales Director - Southern California
Natera
09.2020 - 12.2020
- Cross-functional leadership with Clinical Hospital Team, Hereditary Cancer Team, Managed Care Team, Leadership and Internal Teams
- Manage, Develop and Lead Team of 7 Clinical Field Specialist
- Forecasted annual, quarterly and monthly sales goals
- Coordinated full sales operations within assigned region
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies to achieve sales goals
- Created robust sales plans and set territory quotas
District Manager - Western US & Clinical Field Specialist IVF - Pacific Northwest
Natera
07.2018 - 09.2020
- 2019 President's Club
- Built territory into Natera's largest volume territory for organization
- Over 20% annual growth in territory
- Manage team of two Clinical Field Specialists supporting territory
Strategic Account Manager - Western US
Natera
05.2017 - 07.2018
- Responsible for prospecting and negotiate preferred/exclusive relationships with Health Systems
- Closed and Executed: 16 Hospital System & 2 Hospital System with 12 Community Clinics
- Cross functional work with payor contract team, reimbursement team and executive leadership
- Strategically develop key opinion leaders and utilize network to influence community physicians
- Prospect and develop LDT Tech Transfer (Constellation) opportunities
- Partnered with internal resources to present additional value and expertise to clients
Senior Territory Manager and Channel Manager
Cooper Genomics (prev Recombine)
05.2014 - 07.2017
- Launched Recombine in Western US
- 1200% growth in test volume accounting for 45% of overall company volume
- Wire to wire ranked #1 of 15 sales representatives
- Company valuation growth from $4M to $85M acquisition in 2 years
- Channel Sales Manager - Sequenom Partnership
- Develop and execute training program for Channel Partnership
- Cross Function initiatives with marketing, training and executive leadership
- Develop logistical, operational and billing policies/procedures with Director of Operations
- Recruited Executive Medical Director, Sales Team Members and GC Staff to the organization
Key Account Manager - Western US
Sanofi Biosurgery (prev Genzyme Biosurgery)
08.2010 - 11.2014
- KOL and Call Points: Gyn-Onc, Colorectal and Hepatobiliary Surgeons
- Responsible for growth of Seprafilm within Operating Room
- Focused on key teaching institutions, oncologic surgeons and KOLs in Western Region
- Develop and manage relationships with National and Regional Key Opinion Leaders
- Performance: 119% to plan 2010; 113% to plan 2011; 101% to plan 2012, 101% to plan 2013
- Awards: Sales Representative of Quarter - Q3 2011, Q3 2012; Quality Assurance Award 2011
- Field Advisory Committee 2010-2011
- Brand Advisory (Marketing) Committee 2013-2014
- Negotiate and execute IDN and GPO contracts within Medical Centers
- Create and implement strategic business development programs with Regional Opinion Leaders
Senior Territory Manager/Field Sales Trainer
Genzyme Genetics
07.2002 - 08.2010
- Awards: 2007 President's Club, 2007 Vice President's Award, 2007 Star Performer Award, 2005 Director's Award, 2003 President's Award, 2003 Quality Award
- Field Sales Trainer and Peer Mentor 2005-2007
- HELIX (Sales Voice to Executive Leadership Team) Team Member 2007/2008/2009
- GOLD (Sales Voice to Marketing) Team Member 2008/2009
- Launched many new tests and technologies - CF, Fragile X, SMA, First Trimester Screening, SEQ Screening, PGD
- For First Trimester Screening and SEQ Screening launches, rank #1 for 3 consecutive years
- Thorough knowledge of S. California Managed Care System and State Screening Program
- Key relationships: MFM, OB, REI, Hospital and Regional Laboratories, Pathologists and Medical Directors
- Cross functional team collaborations with genetic counselors, medical directors, finance, marketing and sales training
Education
Bachelor of Science - Physiology
University of Florida
Gainesville, FLTimeline
Vice President, Sales
Lucence Diagnostics
11.2021 - Current
Vice President, Commercial
Lucence Diagnostics
12.2020 - 10.2021
Regional Sales Director - Southern California
Natera
09.2020 - 12.2020
District Manager - Western US & Clinical Field Specialist IVF - Pacific Northwest
Natera
07.2018 - 09.2020
Strategic Account Manager - Western US
Natera
05.2017 - 07.2018
Senior Territory Manager and Channel Manager
Cooper Genomics (prev Recombine)
05.2014 - 07.2017
Key Account Manager - Western US
Sanofi Biosurgery (prev Genzyme Biosurgery)
08.2010 - 11.2014
Senior Territory Manager/Field Sales Trainer
Genzyme Genetics
07.2002 - 08.2010
Bachelor of Science - Physiology
University of Florida
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